Industry Senior Advisor

Job description / Role

Work Area: Sales
Expected Travel: 0 - 10%
Career Status: Professional
Employment Type: Regular Full Time

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That's why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it's the best-run businesses that make the world run better and improve people's lives.

Mission & Goals

SAP has set the bold vision to Drive Customer Value in the Experience economy Powered by the Intelligent Enterprise.

The SAP Industry Value Advisory organization is chartered with differentiating SAP as the innovation partner of choice by making the Intelligent Enterprise value and experience real for every customer.

The Industry Advisory job family sits within each region and supports the regional industry business to grow sales pipeline and engage with our customers to secure revenue. This job focuses on adopting standardized approaches for value-based sales activities in focus industries and related solutions from SAP and partners. Industry Advisory supports the development of pipeline, build strategies and scale initiatives resulting in increased industry pipeline, revenue, and elevation of SAP's leadership position in an industry segment in partnership with regional sales and the Virtual Account Team.

The Industry Value Advisor provides strategic sales cycle support on relevant solutions in focused industry segments, and is responsible for demand generation, industry pipeline build strategies and development of scale initiatives resulting in increased industry pipeline, revenue and in elevating SAP's leadership position in an industry segment.

All areas below align to SAP's strategy and the IVA vision.

Strategy - Industry & GTM Planning
- Oversee the development of Industry business plan aligned with Sales leadership and Industry Business Unit
- Provide guidance to Enable/Industrialize Sales, Marketing, Inside Sales and the broader Virtual Account Teams
- Influence and "Industrialize" SAP Partners and oversee engagements

Demand Generation
- Oversee the development of industry relevant account strategies working with sales teams
- Oversee the collaboration and execution with Marketing on Events, Social and Digital plans to develop leads leveraging new content, benchmarking, tools available
- Present at industry and customer conferences

Requirements

Business Development / Demand Acceleration
- Oversee and coach team members to lead early stage customer executive meetings
- Oversee industry relevant customer engagements to nurture opportunities

Customer Engagement to Deliver Revenue
- Work as part of one Virtual Account Team to jointly develop and refine customer deliverables to incorporate industry relevance and SAP differentiated value proposition

Insights / Practice Development
- Guide thought leadership development, practice development project for key line of business buying centers in industry
- Establish and nurture senior customer executive relationship to develop customer reference stories to showcase value metrics relevant to the Industry

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you're searching for a company that's dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment - apply now .

SAP'S DIVERSITY COMMITMENT

To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.

SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities.

About the Company

Headquartered in Walldorf, Germany, SAP is the world's largest business software company with more than 51,500 employees at sales and development locations in more than 50 countries worldwide.

Our global development approach focuses on distributing development across the world in strategically important markets. A global network of SAP Labs spanning Bulgaria, Canada, China, Germany, Hungary, India, Israel, and the United States, enables SAP to operate locally, yet organize globally.

As the global technology research unit of SAP, SAP Research significantly contributes to SAP's product portfolio and extends SAP's leading position by identifying and shaping emerging IT trends through applied research and corporate venturing. SAP Research has highly skilled teams in 11 research centers worldwide.